IMPROVEMENT IN CRITICAL SALES SKILL #3: QUESTIONING/LISTENING
QUESTIONING/LISTENING. Great listeners ask great questions. The best salespeople don’t just ask questions; they ask the best questions. These are the questions that allow you to develop a better understanding of the customer’s situation and demonstrate your sincere interest in the customer. Salespeople who do this the best, sell themselves to the customer. The ‘salesperson’ is the first buying decision that the customer makes. When it’s made in your favor the rest of the buying decisions become far easier to achieve.
REMARKABLE FINDINGS ABOUT QUESTIONING/LISTENING SKILLS IN THE HEALTHCARE INDUSTRY
- The Healthcare Industry was on par the Universe in pre and post measurement of Questioning Skills. At 89% Knowledge and 85% Application, the Industry does a great job with Questioning.
- Questioning Skills improvement has implications on other critical skills such as Presentation Skills. I.e. If key needs are not uncovered with questions, presentations cannot accurately hit the mark.
The Healthcare Industry started with selling skills that were generally above the Universe. It appeared that Healthcare salespeople were receiving some level of sales skills training prior to this training initiative. Final Knowledge and Application scores were on a par with the Universe. Since the Healthcare Industry started with higher pre-sales training scores, their gains were somewhat less than the Universe.